Sales Engine
MAY 24, 2016
Unfortunately, this approach is not efficient or scalable, and according to Forrester, is less than 20% of sellers are even capable of it. Nurturing content aimed at the needs of specific buyers during specific stages of the buying process is how marketing enables the prospect side of the sales conversation.
Sales Engine
MARCH 31, 2016
They will come to you through different channels, they will have different needs, and they will be at different stages in the buying cycle. It’s the only way to effectively monitor and nurture each lead through the complex B2B buying journey. You have to build what Forrester calls a contextual marketing engine.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales Engine
AUGUST 23, 2016
In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. The skills needed for this formed the basis of most consultative sales training, and to a large degree, it still does, but only in the late stages of the buying cycle.
Sales Engine
OCTOBER 8, 2015
In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. The skills needed for this formed the basis of most consultative sales training, and to a large degree, it still does, but only in the late stages of the buying cycle.
Expert insights. Personalized for you.
136 
Let's personalize your content